Matt Ziaja

Inquirer
DISC Type : dc

Director - Sales at Clarivate

Greater Cleveland, United States

Overview

Matt is the Director of US & LATAM Sales at Clarivate, specializing in Intellectual Property, data, and analytics. He is a seasoned sales leader with a track record of building high-performing teams and driving growth, previously holding management roles at Thomson Reuters and CompuMark.

He is a passionate advocate for vision research, serving on the board of the Cleveland Eye Bank Foundation. This commitment is deeply personal, stemming from his own experience with a vision impairment diagnosed in his twenties. He actively participates in fundraising, including charity golf events.

Interesting fact: Matts dedication to supporting vision research is fueled by his personal journey with the eye condition keratoconus.

Personality Overview

Hard To Convince

ROI Conscious

Judgemental

They don’t always try to control the conversation but neither do they like yielding it fully.  They respond well to confident salespeople. They can be nudged to make faster decisions by offering what they value.

Topics They Care About

Intellectual Property Solutions
His entire career has been focused on the IP space, helping clients with global trademark screening, searching, and brand protection services.
AI in Trademark Protection
He actively promotes the use of artificial intelligence to streamline image searching and perform holistic conflict assessments for clients' intellectual property.
Sales Leadership & Coaching
He identifies as a sales leader and coach, with a focus on mentoring sales professionals and building successful, high-performing teams.

Media Appearances

Matt has no verified media appearances

Work History

1-2022
Director - Sales at Clarivate
2-2020
Board Member - Committee Chair Marketing & Fundraising at Cleveland Eye Bank Foundation
1-2017
Sales Manager: Central & Western U.S. at CompuMark
1-2013 - 1-2017
Regional Sales Manager, Intellectual Property Solutions at Thomson Reuters
1-2012 - 12-2012
Sales Supervisor, Midwest & Central U.S. at Thomson Reuters

Education

Education details unavailable from Cleveland State University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Greater Cleveland, United States Job Level : Mid-senior Designation : Director - Sales at Clarivate
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Insights For Selling To Matt

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Make sure that they have the necessary authority, they could present false stature sometimes
  • Refer to testimonials from others in similar positions

DONT's

  • Don't try too hard to get friendly, let it happen with time
  • Avoid repeating yourself or making generalizations
  • Don’t try to be an alpha salesperson, give them equal space

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Matt is

  • Belief in the product plays an important role, followed by objective proof and testimonials.
  • Will you ever get a clear answer from Matt

  • They may hesitate slightly, but if they are not convinced, they will say no.

Insights For Deal Planning

    How fast (or slow) will Matt move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Matt take some risk or not?

  • They can take risks only after they have analyzed the advantages and disadvantages.

You And Matt

Personality Compatibility


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